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Unit 1 Using the Telephone 1

Focus 1

Warming Up 1

Part 1 Telephone inquiries 1

Part 2 Leaving a message on the phone 3

Oral Practice 5

Cultural References 8

Unit 2 Travelling on Business 9

Focus 9

Warming Up 9

Part 1 Making flight reservations 9

Part 2 Making room reservations 12

Part 3 Checking in at an international airport 13

Part 4 Going through the customs 15

Oral Practice 17

Cultural References 19

Unit 3 Airport Pick-up 22

Focus 22

Warming Up 22

Part 1 Meeting at the airport 22

Part 2 Driving to the hotel 24

Oral Practice 26

Cultural References 29

Unit 4 Staying at a Hotel 30

Focus 30

Warming Up 30

Part 1 Checking in 30

Part 2 Checking out 32

Part 3 Laundry service 34

Part 4 Room service 36

Oral Practice 38

Cultural References 41

Unit 5 Entertaining Visitors 43

Focus 43

Warming Up 43

Part 1 Extending a dinner invitation 43

Part 2 At the dinner party 45

Oral Practice 47

Cultural References 50

Unit 6 Making an Appointment 52

Focus 52

Warming Up 52

Part 1 Making an appointment 52

Part 2 Postponing an appointment 53

Oral Practice 55

Cultural References 57

Unit 7 Receiving Visitors 59

Focus 59

Warming Up 59

Part 1 Receiving a visitor with an appointment 59

Part 2 Receiving a visitor without an appointment 60

Part 3 Hosting a client at the office 62

Oral Practice 63

Cultural References 65

Unit 8 Showing Visitors around the Company 67

Focus 67

Warming Up 67

Part 1 Showing visitors around the company 67

Part 2 Talking about the company 68

Part 3 Talking about products 71

Oral Practice 73

Cultural References 75

Unit 9 Attending a Commodity Fair 77

Focus 77

Warming Up 77

Part 1 Booking a booth 77

Part 2 Introducing your company and products 79

Part 3 Promoting sales 81

Oral Practice 83

Cultural References 86

Unit 10 Enquiries and Offers 87

Focus 87

Warming Up 87

Part 1 A specific enquiry 87

Part 2 Making a quotation 89

Part 3 Making an offer 90

Oral Practice 93

Cultural References 95

Unit 11 Negotiating Prices 97

Focus 97

Warming Up 97

Part 1 Negotiating prices 97

Part 2 Making counter-offers 99

Oral Practice 102

Cultural References 104

Unit 12 Terms of Payment 106

Focus 106

Warming Up 106

Part 1 Making payment by T/T 106

Part 2 Making payment by D/P 108

Part 3 Making payment by sight L/C 111

Oral Practice 113

Cuitural References 115

Unit 13 Shipment 116

Focus 116

Warming Up 116

Part 1 On the time of shipment 116

Part 2 Asking for transshipment 118

Oral Practice 120

Cultural References 122

Unit 14 Packing 124

Focus 124

Warming Up 124

Part 1 Talking about inner packing and outer packing 124

Part 2 The customer's suggestions on packaging 126

Oral Practice 128

Cultural References 130

Unit 15 Insurance 132

Focus 132

Warming Up 132

Part 1 Talking about the insurance practice 132

Part 2 Discussing the insurance clause 135

Oral Practice 137

Cultural References 139

Unit 16 Concluding a Deal 141

Focus 141

Warming Up 141

Part 1 Clarifying the terms and conditions 141

Part 2 Going through the details before you sign 143

Oral Practice 144

Cultural References 147

Unit 17 Fulfilling the Contract（1） 149

Focus 149

Warming Up 149

Part 1 Urging the buyer to open an L/C 149

Part 2 Checking the L/C with the terms of contract 152

Part 3 Asking for amendment to the L/C 153

Oral Practice 156

Cultural References 158

Unit 18 Fulfilling the Contract（2） 160

Focus 160

Warming Up 160

Part 1 Getting ready for shipment 160

Part 2 Sending the shipping advice 162

Part 3 Preparing the shipping documents 163

Oral Practice 166

Cultural References 168

Unit 19 Fulfilling the Contract（3） 169

Focus 169

Warming Up 169

Part 1 Wrong interpretation of the convention 169

Part 2 Delayed shipment 172

Oral Practice 175

Cultural References 178

Unit 20 Claims and Settlements（1） 180

Focus 180

Warming Up 180

Part 1 Complaining about products 180

Part 2 Filing a claim on inferior quality 182

Oral Practice 185

Cultural References 187

Unit 21 Ciaims and Settlements（2） 189

Focus 189

Warming Up 189

Part 1 Filing a claim for damages 189

Part 2 Filing a claim on non-delivery 192

Oral Practice 195

Cultural References 198

Unit 22 Agency 199

Focus 199

Warming Up 199

Part 1 Requesting for sole agency 199

Part 2 Signing a sole agency agreement 202

Oral Practice 205

Cultural References 208

附录A 独家代理协议Exclusive Agency Agreement 209

附录B 外贸常见合同Sales Contract 213

附录C 跟单信用证统一惯例（UCP600） 215

附录D 口译练习参考答案 250

参考文献 260